Today is wendsday

Well this monday class was brieffly and quickly, the discussion was about the implementation of the next day negotiation.

It would consist in buyers and sellers so:

Sales is consisting on making the others see the world as you see it. So convince. [1]

1. You can sell only if you yourself are convinced.
2. Be clear and direct.
3. Pressure is an art.
4. Know your client.
5. It’s all about the presentation.
6. Be passionate and exciting.
7. If you don’t know the answer, do not guess.
8. Answer questions directly and clearly.
9. Humor is a great lubricator.
10. You can always be better.

You are entitled to a reasonable compensation for your product or service.
"My product is great and my customers are happy to pay my price!" Another salesperson gets up and says, "My product is great, but the buyer will never pay me such-and-such!" Don't sell yourself short.
Once you have established the value of your product or service, present your price with confidence. Never apologize for your price.
You must be prepared to say "Next!" or your customers will sense your uncertainty. The willingness to walk away from a sale comes from having options. It is crucial to have other potential sales in the line-up.
Once you have decided on your price, you must provide reasonable justification :

	1.	Give your price legitimacy: "My price is reasonable for the marketplace. This is the going price for this product or service." If your buyers are doing their homework, they will know you are telling the truth. And remember you are entitled to a reasonable compensation.
	2.	Focus on the value of your product or service, not on the price. Buyers will pay for value. Sell features and benefits.
	3.	Show them that you'd like to help them out, but you can't because you can't lower your price for one customer without lowering your price for everybody.

You will lower your price only if you can save face, i.e., maintain the integrity of your basic pricing structure. So you tell your customer, "I accept a lower price only under the following circumstances ..."You might consider offering a discount if the customer will buy more than one, or if the merchandise is flawed. I recently gave a keynote speech at a reduced fee for a client who had already booked six two-day seminars. Or multiple booking.
If you appear too anxious to negotiate your price or terms downward, the buyer will perceive you as worth less.
If you think a buyer may be out of your price range then asked.

	1.	The Flinch: The buyer says, "Your price is what!" and they start choking. Your response: Silence. They just wanted to see if they could get a reaction out of you. Don't react. It's a test. Be persistent. Repeat your price and justify it as in Tip Number Five.
	2.	The Squeeze: The buyer tells you, "You have to do better!" or "I can get it for less." Your response:
			a.	Sell your unique qualifications. Take the focus off of the price. Get them to agree that yours is the one they want, and that the price is only a technicality. If they really want yours, they will find a way to pay for it. Remember my story of the competitor who offered to speak for nothing. Just because the buyer has a potential vendor with a lower price doesn't mean that they want that vendor.
			b.	Tie a string. Offer to reduce your price only in return for additional volume, or a commitment to purchase other products at full price.
	3.	The Sob Story: They cry, "All I have in my budget is…" or "All we can afford is…" Your response:
			a.	Don't budge. Call their bluff. They may be testing to see how firm your price is.
			b.	Ask, "Are there any other budgets you can draw from?" Their budget for your product or service may not be the only one available to them.

Whatever you do, LEAVE SATISFIED CUSTOMERS. How to satisfy your customers without lowering your price:
	1.	Be a good listener. Allow them to get their gripes about your price off their chest. They will thank you for being patient with them.
	2.	Help them to accept your fee by providing reasonable justification.
	3.	Sell your unique strengths. Believe in yourself. [2]

References:
[1] http://boss.blogs.nytimes.com/2011/07/25/my-top-10-sales-tips/?_php=true&_type=blogs&_r=0
[2] http://www.negotiationbootcamp.com/NegotiationArticles/TipsForPriceNegotiation.html